Sales force excellence

Ashfield Insight & Performance helps you develop the skills of your sales representatives and first line managers, boosting productivity on the front line.

The performance directors at Ashfield Insight & Performance all have a minimum of 15 years’ commercial experience in pharma. They are able to bring their wealth of experience to help you improve the performance of your front line team through sales excellence consultancy, sales and coaching training, and skills benchmarking.

We design, develop and deliver disease and product training across all media for a blended-learning experience that delivers disease and product knowledge excellence to your sales team. For more information on our disease and product blended-learning solutions, click here.

We can help you validate and certify your sales force to measure accurate application of knowledge and ensure compliance. These validations can utilize a variety of mechanisms such as role plays, vivas and written tests (paper-based or digital). We can organize role-play assessments with real healthcare professionals that are realistic, compliant and can be benchmarked.

We can help you identify your sales force skill gaps and development needs for sales representatives and first line sales managers. We offer a range of assessment solutions in a wide range of languages, including:

In-call quality (ICQ) simulations using real healthcare professionals or role players to provide a realistic selling simulation in a compliant manner. Online reporting is available and results can be benchmarked against industry norms.

Assessment and development centers to assess selling skills, provide in-depth individual and team analysis, and detailed development recommendations

In-field shadowing to assess true capability in the field

Online self and 180° assessment

Coaching development centers for first line sales managers, using coaching simulations to benchmark current coaching capabilities and areas for development

Our experienced sales and management coaches leverage their experience to improve the performance of your first line sales managers. Tailored performance coaching support can be provided in a variety of formats, including 1:1, virtual and group coaching, as well as digital apps such as coaching guide apps, and coaching and difficult conversation videos.

We provide coaching masterclasses, tailored to your coaching model. These are designed to enhance coaching skills, identify development areas, and provide meaningful and objective feedback so each individual can develop their own coaching plan.